Title Details

Ben Kench is a motivational speaker and the Managing Director of ABC Training and Development, which specialises in business growth.

Part I: The Art of Selling.

Chapter 1: You Don’t Need a Uniform or a Fancy Suit.

Chapter 2: The Seven-Step Selling Cycle.

Chapter 3: Enjoying Selling as a Hobby.

Part II: Preparation Is the Key.

Chapter 4: Knowing Your Market.

Chapter 5: Knowing What You Sell.

Chapter 6: Using Technology to Your Advantage.

Part III: The Anatomy of a Sale.

Chapter 7: Finding the People Who Want What You Sell.

Chapter 8: Making Appointments the Easy Way.

Chapter 9: Finding the Best Way to Proceed with the Client.

Chapter 10: The Pitch: Presenting Yourself and Your Offering Properly.

Chapter 11: Addressing Customer Concerns.

Chapter 12: Easing the Sale to a Close.

Chapter 13: Referrals: The Best Way to Grow Your Business.

Part IV: Growing Your Business.

Chapter 14: Following Up and Keeping in Touch.

Chapter 15: Using the Internet to Make More Sales.

Chapter 16: Managing Your Time for Optimum Effect.

Part V: You Can’t Win Them All.

Chapter 17: Staying Positive.

Chapter 18: Setting Goals to Stay Focused.

Part VI: The Part of Tens.

Chapter 19: The Ten Biggest Sales Mistakes.

Chapter 20: Ten Ways to Improve Your Selling.

Chapter 21: Ten Ways to Become a Master Practitioner.

Chapter 22: Ten Characteristics of Winners.

Chapter 23: Top Ten Tips for Sales Success.

Chapter 24: Ten of the Best Web Sites for Sales Professionals.

Index.